Intercultural business negotiations : deal-making or relationship building? /
Jean-Claude Usunier.
- First edition.
- 1 online resource
Includes bibliographical references and index.
Calculative vs relational rationality in intercultural business negotiations -- Deal and/or relationship -- A cultural perspective on deal-making versus relationship-building -- Quandaries in negotiation : dilemmas, conflicts, and disputes in ICBN -- Cultural time orientations in negotiation -- People and processes -- Intercultural communication for business negotiations -- Negotiation styles : gender, personality, profession, and organization -- The intercultural business negotiation process -- ICBN strategies and tactics -- Agreements, ethics, and styles in ICBN -- Negotiating different types of icbn contracts -- Ethical issues in intercultural business negotiations -- Some elements of the national style of business negotiations -- Recommendations for effective intercultural business negotiations -- Index.
9781351268141 1351268147 9781351268165 1351268163
2018025327
Negotiation in business. Intercultural communication. Business communication. Conflict management. International trade. BUSINESS & ECONOMICS / Industrial Management. BUSINESS & ECONOMICS / Management. BUSINESS & ECONOMICS / Management Science. BUSINESS & ECONOMICS / Organizational Behavior.